TY  - BOOK
AU  - Cohen,Steven
TI  - Negotiating skills for managers
T2  - Briefcase Books
SN  - 0071387579
AV  - HD 58.6 C63N 2002
PY  - 2002///
CY  - New York
PB  - McGraw-Hill
KW  - NEGOTIATION IN BUSINESS
N1  - Includes index; Competitive versus collaboratve decision making--BATNA-Choosing whether to walk away--Are we ready ? inoculation protects the parties--Preparation part one : stakeholders, constituents, and interests--Preparation part two : developing a strategy using the interest map--Communication : key to effective negotiating--Emotions : dealing with ourselves and others--Dealing with annoyance and leveling the playing field--Globalism starts at home : cross cultural issues--Creativity and bargaining chips--The negotiation process--The seven pillars of negotiational wisdom
ER  -